CRM as a growth strategy
- B2B
- CRM, Email Marketing, Marketing Operations, Data & Analytics
- SAAS
- Sales Enablement, Marketing Strategy, Big Data, Entrepreneurship, Market Segmentation
- Part 1 CRM as a growth strategy
- Part 2CRM’s role in customer experience
Show Notes
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03:28Using a CRM to grow your businessThe challenge with getting more leads is ensuring that your sales team has the right technology and information to convert those leads. This is where a CRM becomes important and can impact your ability to grow as a business.
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05:14Why a CRM is an important component in business growthThere are a variety of ways leads can come into your funnel. To determine the quality of leads, their conversion rates, their average conversion values, and where you should be spending more money, a CRM is needed.
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09:31The role CRMs play throughout the marketing and sales funnelAt the top of the funnel, its good for feedback and determining where to invest. The CRM is also a big part of that MQL to SQL process and becomes more of a user experience tool as you go farther down the sales process and even after the sale.
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13:14Using CRM data to influence top of funnel marketing strategiesIts all about ensuring sales, customer service, and marketing are using the same software so that all that data can be in one place. The data can be used to identify correlating factors for conversions and help you make data-driven decisions.
Quotes
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"CRM is important in terms of leads because it's the, then what do you do that makes the difference between converting at 10% or at 20%, which can have a massive impact on your business ability to grow." -Lars Helgeson, Founder, GreenRope
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"You can build a company for profit or you can build a company for revenue, and the two are often very different kinds of businesses." -Lars Helgeson, Founder, GreenRope
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"When you start to really use technology and look at how CRM can be used, it's really about understanding how to build your company for profit, which is really what we want as business owners." -Lars Helgeson, Founder, GreenRope
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"As a business owner, we have to look at what we are selling, why we are selling it, and how we connect the dots between what we learned from our CRM and what happens at the top of the funnel." -Lars Helgeson, Founder, GreenRope
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"You have to look at the quality of leads, their conversion rates, and average conversion values to understand where you should be spending more money. And, you can't do that if you don't have a CRM." -Lars Helgeson, Founder, GreenRope
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"A funnel should never be thought of as a one-and-done thing. In reality, you'll have people that go through funnels then jump to different funnels when they complete one." -Lars Helgeson, Founder, GreenRope
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"You don't want to separate CRMs and marketing automation platforms. Those two are so closely linked, you don't want to have them sitting in different worlds." -Lars Helgeson, Founder, GreenRope
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"The CRM is a big part of that MQL to SQL process." -Lars Helgeson, Founder, GreenRope
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"You have to get everyone centralized on the same page, using the same software. Once you can do that, then you can do things with predictive analytics." -Lars Helgeson, Founder, GreenRope
- Part 1 CRM as a growth strategy
- Part 2CRM’s role in customer experience
Up Next:
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Part 1CRM as a growth strategy
Lars Helgeson, Founder and CEO of GreenRope, talks about why CRM is the key to alleviating your business growth problems. Setting your sales, marketing, and customer service teams up for success starts with having the right technology and automation tools to get people from prospects to customers. And, being able to track where these people are coming from not only helps you decide where to make top of funnel investments but can also help your business grow. Today, Lars discusses why CRM is actually your growth strategy.
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Part 2CRM’s role in customer experience
Lars Helgeson, Founder and CEO of GreenRope, talks about why CRM is the key to alleviating your business growth problems. The way each customer uses your product or service will differ and that’s why having a CRM to log all of that data is important. However, if your systems don’t talk to each other across departments, it’s going to be difficult to create those personalized positive customer experiences consumers have come to expect from brands. Today, Lars discusses CRM's role in customer experience.
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